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Advancing grit measurement in sales studies: challenges and insights from the empirical study of B2B salespeople

Kevin W. Westbrook & April Rowsey

Journal of Marketing Theory and Practice2026https://doi.org/10.1080/10696679.2026.2648086article
AJG 1ABDC B
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https://doi.org/https://doi.org/10.1080/10696679.2026.2648086

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@article{kevin2026,
  title        = {{Advancing grit measurement in sales studies: challenges and insights from the empirical study of B2B salespeople}},
  author       = {Kevin W. Westbrook & April Rowsey},
  journal      = {Journal of Marketing Theory and Practice},
  year         = {2026},
  doi          = {https://doi.org/https://doi.org/10.1080/10696679.2026.2648086},
}

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Advancing grit measurement in sales studies: challenges and insights from the empirical study of B2B salespeople

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Evidence weight

0.50

Balanced mode · F 0.40 / M 0.15 / V 0.05 / R 0.40

F · citation impact0.50 × 0.4 = 0.20
M · momentum0.50 × 0.15 = 0.07
V · venue signal0.50 × 0.05 = 0.03
R · text relevance †0.50 × 0.4 = 0.20

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